Publications by authors named "Adam A Rapp"
Article Synopsis
- The study investigates how customers' desire for control in sales relationships is influenced by salesperson expertise and what happens when there's a mismatch between perceived and desired control.
- Findings indicate that a lack of alignment between perceived and desired control results in lower satisfaction and sales, but higher satisfaction occurs when both types of control are high.
- Interestingly, the relationship between control levels and product sales exhibits a "U-shaped" pattern, suggesting that sales may dip before increasing as both desired and perceived control improve.
In this research, we apply a team self-regulatory perspective to build and test theory focusing on the relationships between team efficacy and 2 key team performance criteria: a performance behavior (i.e., team effort) and a performance outcome (i.
View Article and Find Full Text PDFIn this research we integrate resource allocation and social exchange perspectives to build and test theory focusing on the moderating role of time management skill in the nonmonotonic relationship between organizational citizenship behavior (OCB) and task performance. Results from matching survey data collected from 212 employees and 41 supervisors and from task performance metrics collected several months later indicate that the curvilinear association between OCB and task performance is significantly moderated by employees' time management skill. Implications for theory and practice are discussed.
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